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Auto parts manufacturers · Sales strategy

Decide how dealer, OEM and export accounts are each won and kept.

A sales strategy for an auto parts manufacturer sets out how a dealer account, an OEM approval and an export buyer are each won and retained. Each one follows a different process and timeline. GullySales builds this with your sales and production teams.

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Scope, fee, reporting and term are agreed in writing after we have read your brief and spoken to you.

Realistic editorial illustration of auto parts manufacturers at work in India

What sales strategy means

Sales strategy is deciding which customers to chase, through which channel and at what price, instead of every salesperson working their own way. GullySales sets this plan against your actual pipeline and the deals you have won and lost so far.

Also for auto parts manufacturers

Sales and marketing for auto parts manufacturers, the overview.

Last updated 5 Oct 2026.

For auto parts manufacturers

Where it usually goes wrong, and what we would do.

  • “OEM approval is a compliance process, not a sales pitch”

    Winning an OEM account depends on passing quality audits and sample checks, and the strategy plans for that timeline honestly.

  • “Dealer accounts are won on price list clarity and reorder ease”

    A distributor stays with a manufacturer whose ordering process is simple, more than one offering the lowest price alone.

  • “Export accounts are won on communication speed”

    A first export enquiry answered within a day, with a clear sample process, wins more often than the cheapest quote.

What we do

What we deliver for auto parts manufacturers.

Every deliverable, what it covers for you, and the result it is there to produce. Nothing here is an extra.

  1. Separate account plans for OEM, dealer and export

    Three distinct written plans, since an OEM approval, a dealer account and an export buyer are each won on different terms.

    Result: Each account type is pursued the way it is actually won.

  2. OEM approval timeline mapped honestly

    A realistic map of the audit, sample and approval steps an OEM buyer requires, agreed with your quality team.

    Result: The team plans for the OEM process it actually faces, not a shortcut that does not exist.

  3. Price list and ordering process simplified

    A clear, simple price list and ordering format that reduces the friction that makes a dealer switch suppliers.

    Result: A dealer stays for the simplicity of ordering, not price alone.

  4. First-reply standard for export enquiries

    A same-day acknowledgement standard for a first export enquiry, with a clear next step on samples and certification.

    Result: A first-time export buyer gets a fast, clear reply before comparing another supplier.

  5. Review of the strategy against results

    The plan checked against actual OEM approvals, dealer reorders and export conversions recorded in the report.

    Result: The strategy changes when the numbers show it should, not on a fixed date.

How the result is measured

  • Win rate
  • Average deal size
  • Pipeline coverage against target

Recorded as a baseline before work starts, so every later report has an honest comparison.

Read the full sales strategy and consulting page

Choices a sales strategy makes

Settle these calls on part numbers, dealers and OEM samples from your own invoices.

Which part numbers to push first
Sort last year's invoices by part number and vehicle family: two-wheeler, passenger car or commercial vehicle. Push the part numbers that reorder at list price, not the ones that only moved at trade fair rates.
Which lapsed distributors to call before new towns
List the distributors whose reorders have gapped against their own past pattern. Call them before appointing a new stockist, since a lapsed dealer already knows your part numbers, packing and credit terms.
Who owns the IndiaMART inbox and the price it quotes
Name one person who answers marketplace enquiries from the current price list. Look through recent quotes for the same part number sent at two different prices; each one you find is a reason for a single owner.
When an OEM enquiry gets a sample, and when it gets a polite no
Check the PPAP files and audit paperwork your quality team can produce today. If the buyer needs a certification you do not hold, such as IATF 16949, park the enquiry with a reason instead of sending a sample that cannot pass.
What to stop: dead part numbers in the dealer catalogue
Take out the part numbers with no order in the last year from the catalogue you send dealers. A shorter list you can ship from stock beats a long one that ends in a back order.

Who it is for

This is written for these auto parts manufacturers.

  • Component manufacturers supplying OEMs
  • Aftermarket spare parts manufacturers
  • Export-focused parts manufacturers
  • Tier 2 and Tier 3 component suppliers
  • Two-wheeler parts manufacturers
  • Commercial vehicle parts manufacturers
  • Casting and forging units supplying parts
  • Manufacturers with an in-house aftermarket brand

Not for

It is not the right fit if.

  • You have no invoice history to show which part numbers and accounts earn the margin, so a strategy would be written from opinion.
  • Your capacity is committed to current contracts for the year, and a push for new accounts would create orders you cannot make.

How it works

How the sales strategy work runs

The work itself, in order. How an engagement starts, from your brief to a written scope, is set out on our method page.

  1. 1

    Agree the question

    We read your requirements brief and fix the decision the strategy has to answer, so the review does not drift.

  2. 2

    Read your records

    We go through sales data, quotations, lost deals and enquiry sources, and talk to the people who sell and the people who deliver.

  3. 3

    Test the findings in the market

    Segments, channels and competitors are checked against buyers outside your current customer list, including a few conversations with buyers and with those who did not buy.

  4. 4

    Draft the direction with you

    Choices are put to the owner and sales leaders before they are written up, because they hold the knowledge and have to carry it out.

  5. 5

    Write, present and hand over

    The strategy and roadmap are written, presented with the reasoning, and left with a named owner for each first action.

Where this fits

Three pieces of sales work, in this order.

This work sits inside sales process design, at stage 1, prospecting and lead generation. The audit comes before it, and sales management keeps it running.

  1. Step 1

    Sales audit

    Find where deals are being lost and what to fix first.

    Start here if you cannot say where orders are lost.

  2. Step 2 · you are here

    Sales process design

    One written way to sell, from first enquiry to repeat order.

    Start here if every salesperson sells differently.

  3. Step 3

    Sales management

    A target, a review routine and someone who owns the number.

    Start here if the team has targets and no routine.

Tell us what you need Your brief is read before we call. Scope, fee and term in writing.

FAQ

Questions owners ask before they call.

Not here? More answers, or ask on WhatsApp.

Tell us what you need
Should the same team handle all three account types?
It can, with a clear plan for each, since the buying process and timeline differ sharply.
How often should this strategy be reviewed?
There is no fixed interval. Recheck it whenever OEM approvals, dealer reorders or export conversions shift enough to change the plan.
The owner still handles every OEM meeting. When should that change?
Keep the owner on OEM approvals, because buyers expect to meet whoever signs the quality commitments. Hand dealer reorders and marketplace enquiries to a named person first. That work repeats, follows a price list and suffers most when the owner is away at an audit or a fair.
When is it worth hiring a dedicated export salesperson?
When export enquiries are arriving and going unanswered, not before. Check your inbox for export enquiries that waited for a reply or never got a sample quote. If the domestic team keeps dropping them, a person who owns export replies and documents is worth the salary. If such enquiries are rare, fix the reply routine first.
How much does it cost?
There is no price list, because the work differs by business. The fee is scoped after we have read your brief and spoken to you, and put in writing before anything starts, split into our time, your media spend and production.
How long is the contract?
The term is agreed in writing after we have spoken, along with the fee and the reporting. It is never a default twelve months, and renewal is decided on the numbers against the baseline recorded at the start.
How soon will we see results?
It depends on the trade, the channel and what is already in place. After we have read your brief and spoken to you, we say what we would expect to move first and how it will be measured against the baseline. Nothing here is guaranteed.
Who will actually do the work?
The person you speak to before anything starts. We work from one office in Nagarbhavi, Bengaluru, with no account managers in between.
What do you need from us?
Your brief, and a conversation. After that, access to whatever this work touches, such as your website, your accounts or your enquiry record, and time with the people who handle your enquiries.
What if we are not happy with the work?
Tell us and the plan changes. Everything is reported against the baseline, so a number that is not moving is visible to both sides. The term is in your written scope, and the refund and cancellation policy sets out the rest.

From the blog

Further reading for auto parts manufacturers.

All articles

More for auto parts manufacturers

Everything else we would do for you.

Closest to this: sales craft

Also for auto parts manufacturers

Or start from the overview: sales and marketing for auto parts manufacturers.

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